A OneTrust Deep Dive - Kumar Gautam (Partner, Sands Capital‪)‬ Software Snack Bites

For those interested in learning about OneTrust (last valued at $4.5B), this is the episode for you.
Kumar Gautam is a Partner at Sands Capital, a multi-strategy asset manager where he focuses on the late stage venture practice. In this episode, we do a deep dive into OneTrust, the ~$500M ARR business that is scaling rapidly in the data privacy, trust & GRC space. We cover all the aspects of the business in depth including the platform, customer use cases & personas, competitive landscape, go-to-market motion, and the future ahead.
Where to Find Kumar:
* Twitter: https://twitter.com/kumargautam11
* LinkedIn: https://www.linkedin.com/in/kumar-gautam-8736996/
Where to Find Shomik:
* Twitter: https://twitter.com/shomikghosh21
* LinkedIn: https://www.linkedin.com/in/shomik-ghosh-a5a71319/
* Software Snack Bites Podcast: Apple Podcasts, Spotify, YouTube
In this episode, we cover:
(00:33) – Founding Story of OneTrust
(03:34) – OneTrust Scale (ARR, FCF, Customer Scale)
(05:06) – Why Cookie Collection is Only the Tip of the Iceberg
(09:24) – Overview of OneTrust Platform’s Components
(12:45) – Buyer & User Personas
(14:29) – Customer Pain Points & Case Study
(19:12) – OneTrust’s TAM
(20:58) – Competitive Landscape
(23:40) – How OneTrust Prices & Generates Revenue
(25:48) – Go-To-Market Motion Behind 14k+ Customers
(27:55) – Why First Party Data is So Valuable
(30:13) – OneTrust’s Moat
(33:42) – Indirect Network Effects Benefiting the Business
(34:58) – Regulations, Data Management, & Consumer Expectations
(37:15) – Future Risks
(39:12) – Wrap Up
Where to Listen:
* Apple Podcasts, Spotify, YouTube


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